For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month. I received this […]
Category: Email
Time to Value
I’ve been paying attention to some of the recent data about the sales process and keep thinking about the concept of Time to Value (TTV). I’ve heard of it before but never put much thought into it until now. Here’s a good description of it by the Baremetrics Blog. The main definition is the amount […]
Sales Lessons from the World Series
One of the great things about sales is that you can practice it everywhere you go. You can also use just about every opportunity as a teachable moment, including the 2018 World Series – GO SOX!! Regardless of my personal bias, there are a number of sales lessons we can learn from this year’s run. […]
The Qualification Call Follow Up Process
As most of you know I’m not a huge fan of templated e-mail cadences but I do appreciate creating efficiencies throughout the sales process and adding structure where appropriate. One area in which we can add structure to is how we follow up with a prospective client after a good discovery call. Too many of […]
How to Sell Smarter than Automated Communication and Artificial Intelligence
Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program. For years, we’ve needed a human element to get where we want to go, to build connections with people, and to communicate with others, and everywhere you look, that human element is becoming more and more irrelevant. […]
Why Focus is the Key to Connecting with Prospects in 2018
People ask me all the time which medium is the best one to connect with prospects these days. Is it phone, e-mail, Inmail, text, social? Historically, one of these has always been somewhat of the killer app. Before technology, it used to be door-to-door sales, then the phone, then e-mail, then LinkedIn, but now with […]
Content Versus Context
I’ve been following Gary V for a couple of years now, and we even spoke at Rainmaker 2016 a couple of years ago. One thing he said that has really resonated with me is if content is King, then context is God. I couldn’t agree more with this statement and I think it’s a perfect […]
What To Do When A Client Goes Dark
Have you ever had a client go dark on you? Who hasn’t? I bet everyone reading this post can think of at least a few prospects or clients you’re working with right now that have gone dark and you have no idea why. You’ve done a whole bunch of work for the client — sent […]
The Best Person to Speak With
Who is the best person to speak with about this? I’ve been a huge fan of the top-down prospecting approach for a long time now. This is where you craft and send a targeted e-mail message to a C-level executive asking for direction on the best person in their organization to speak with about your service or […]
5 Terrible Sales Scenarios and How To Avoid Them
Sales is one of the most difficult professions in the world. There are so many variables in what we do on a daily basis it’s hard to keep everything in line. Here are some common challenges we all face and some actionable tips on how to address them. […]
